About this role
SLSQ226R759
Do you want to help solve the world’s toughest problems with big data and AI? This is what we do every day at Databricks.
As a Global Account Manager for one of the largest pharmaceutical and biotechnology organisations, you will be responsible for driving the strategic relationship across regions. You will ensure the successful adoption and expansion of Databricks solutions within their global operations. You will work closely with their key stakeholders to understand business needs and challenges and leverage Databricks' technology to deliver impactful solutions. You will bring an informed and compelling point of view on Big Data, Advanced Analytics, and AI, shaping and owning account strategy to guide customers towards enterprise wide transformation using the Databricks Data Intelligence Platform.
The impact you will have
Develop and execute a strategic account plan aligned to customer business objectives, industry dynamics, and Databricks’ growth goals
Build and maintain trusted relationships with senior decision-makers, including C-level executives
Provide industry insight and commercial creativity to design differentiated data and AI use cases that resonate
Identify, qualify, and pursue new business opportunities within existing and new business units and brands, expanding Databricks’ presence and influence across technical and business audiences.
Co-develop and deliver a business plan with internal teams and ecosystem partners that accelerates customer success along with long term strategic business objectives which are aligned with the customer.
Lead and motivate a virtual team of sales, solutions engineering, customer success, and partners to execute against your account strategy
Collaborate closely with cloud partners (AWS, Azure, Google Cloud) and GSIs to drive co-sell motions and scale adoption
Serve as the primary executive point of contact globally, ensuring high customer satisfaction and guiding successful commercial negotiations across multiple stakeholders
Stay well informed on industry trends, regulatory considerations, and data and AI innovation to influence both customer strategy and Databricks’ positioning
Drive revenue growth by meeting and exceeding client expectations & internal KPIs.
What we look for
Proven experience in a global account management role, leading a large cross functional global team, within the technology industry
Consistent quota over-achievement, particularly in complex, multi-stakeholder sales environments
Experience driving adoption of usage-based, consumption-led models, including land-and-expand strategies
Proven experience selling enterprise software platforms to large, complex organisations
Strong ownership of executive-level client relationships and the ability to operate credibly at C-suite level
Demonstrated track record of developing new business and driving significant account growth
Experience working with large, complex, and regulated enterprises
Solid understanding of the Data & AI landscape with prior technology or SaaS sales experience
Successful co-selling experience with AWS, Azure, and Google Cloud teams
Ability to co-develop business cases, articulate value, and gain sponsorship from C-level executives
Strong experience in enterprise sales methodologies and processes (e.g. territory and account planning, MEDDPICC, Challenger, Command of the Message)
Experience building and scaling partner ecosystems to support execution of your territory and account plans
Willingness to travel as needed to meet with client stakeholders
Responsibilities
- Develop and execute a strategic account plan aligned to customer business objectives, industry dynamics, and Databricks’ growth goals
- Build and maintain trusted relationships with senior decision-makers, including C-level executives
- Provide industry insight and commercial creativity to design differentiated data and AI use cases that resonate
- Identify, qualify, and pursue new business opportunities within existing and new business units and brands, expanding Databricks’ presence and influence across technical and business audiences.
- Co-develop and deliver a business plan with internal teams and ecosystem partners that accelerates customer success along with long term strategic business objectives which are aligned with the customer.
- Lead and motivate a virtual team of sales, solutions engineering, customer success, and partners to execute against your account strategy
- Collaborate closely with cloud partners (AWS, Azure, Google Cloud) and GSIs to drive co-sell motions and scale adoption
- Serve as the primary executive point of contact globally, ensuring high customer satisfaction and guiding successful commercial negotiations across multiple stakeholders
- Stay well informed on industry trends, regulatory considerations, and data and AI innovation to influence both customer strategy and Databricks’ positioning
- Drive revenue growth by meeting and exceeding client expectations & internal KPIs.
- Proven experience in a global account management role, leading a large cross functional global team, within the technology industry
- Consistent quota over-achievement, particularly in complex, multi-stakeholder sales environments
Requirements
- Experience driving adoption of usage-based, consumption-led models, including land-and-expand strategies
- Proven experience selling enterprise software platforms to large, complex organisations
- Strong ownership of executive-level client relationships and the ability to operate credibly at C-suite level
- Demonstrated track record of developing new business and driving significant account growth
- Experience working with large, complex, and regulated enterprises
- Solid understanding of the Data & AI landscape with prior technology or SaaS sales experience
- Successful co-selling experience with AWS, Azure, and Google Cloud teams
- Ability to co-develop business cases, articulate value, and gain sponsorship from C-level executives
- Strong experience in enterprise sales methodologies and processes (e.g. territory and account planning, MEDDPICC, Challenger, Command of the Message)
- Experience building and scaling partner ecosystems to support execution of your territory and account plans
- Willingness to travel as needed to meet with client stakeholders
About Databricks
Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook.